Job Description

Role Purpose:

The job holder is responsible for business unit (BU) product sales and collection of dues for items sold within the assigned territory and/or to the specified customer base. The role involves achieving the individual sales target set for the year by the Line Manager in order to contribute to Team targets and consequently to annual BU revenue targets as a whole.

The job holder is also responsible for creating opportunities for acquiring new business and carrying outmarket intelligence activities.

Key Accountabilities

Sales Operations:

Maintains an active customer profile database to ensure all relevant details are up to date when required

Negotiate optimum deals to acquire and retain customers in the long-term and help achieve bottom line. This includes achieving set customer satisfaction targets (CSI) and preparing relevant documentation to ensure the deal is closed as per company guidelines and policies

Monitor product stocks’ display to identify gaps in the stock. Once this is done, coordinate with the concerned department member to replenish the stock as required

Build lasting relationships with customers to explore and develop new business opportunities

Carries out market intelligence to monitor competitors’ products, pricing and promotional activities versus own market share. This includes monitoring both project businesses (e.g. construction projects) and trade related businesses (e.g. wholesale markets) and communicates a summary of his analysis of the market situation and competitor activities through monthly reports

Organise product delivery and payment invoice to ensure receives the product along with the invoice in a timely manner

Collects payments as per set deadlines to ensure payment is received on time and customer credit is minimised

Attend regular meetings with Line Manager and team members to discuss issues and receive new product information

Training and Development

Seeks guidance and support from Sales consultant to achieve sales and carry out activities on joint projects

Operating Environment:

The job holder’s operates within a BU specific environment where he deals with customers who have product requirements on a smaller scale. The role involves working within a wide ‘Selling scope’ where achieving a reasonable annual sales turnover is a key requirement In this context, the job holder is posed with challenges that are general as well as BU specific such as: 1) Delivery delays due to unavoidable circumstances 2) Restrictions on Credit limits and payment terms due to the current cash flow situation 2) Huge discount expectations 3) Strong competition from equally reputed companies 4) Create value addition in terms of labour and cost efficiency 5) Obsolete stock management 6) Timely availability of products due to a Single Supplier service

The job holder needs to understand the competitor’s products and price offers well. Relationships building with customers to gain market information, and accordingly negotiate prices to close deals are critical to the role. He must be innovative and have wide exposure to available brands and have sound knowledge of product benefits and application.

Decision Making:

The job holder can decide the range of products to be sold to the dealers/ customers and offer standard trade discounts. Further discounts must be authorized and approved by the Line Manager.